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1. When looking to gather relevant business information from a prospect, all of the following are good questions to discover pain points EXCEPT:

• “Why do you think that is?”
• “What’s your plan to address it?”
• “What are you considering as a budget for addressing that?”
• “How long has that been a challenge for you?”

2. True or false? You’re talking with another HubSpot Solutions Partner and you start talking about your ideal buyer profiles. Since you are both HubSpot Solutions Partners, you should have the same ideal buyer profile.

• True
• False

3. True or false? Your HubSpot channel account manager can join sales calls with you and your prospects.

• True
• False

4. True or false? To use the prospect fit matrix, you must have a conversation with the prospect first.

• True
• False

5. True or false? During the exploratory call, it’s bad est to discuss budget in the beginning. It’s something that is already on your prospect’s mind, and if you’re in different budget ranges, it’s best to know at the beginning of the call.

• True
• False

6. True or false? When running a solution design and planning call, you should develop at least one plan for each inbound target: visitors, leads, and customers.

• True
• False

8. True or false? When translating goals to inbound targets, it’s best to focus on increasing your client’s close rates. Getting new customers is ultimately what your client will care about, so this will resonate best.

• True
• False

9. True or false? A signed rider letter is required in order for a Solutions Partner to waive the required HubSpot onboarding for their client.

• True
• False

10. True or false? A full service inbound offering is a comprehensive set of inbound services designed to help a client meet their goals, and a lightweight service inbound offering is only one or a few services designed to help your clients begin making progress against their goals.

• True
• False

11. True or false? Partners who achieve advanced certifications are eligible to be matched with upmarket HubSpot prospects for implementation and/or migration services?

• True
• False

12. True or false? You need time-tracking to be able to calculate the utilization rate of your team.

• True
• False, and it’s encouraged not to use one
• False, but it’s encouraged to use one

13. True or false? At some point in the sales process, you must demo the HubSpot software.

• True — the prospect is going to be purchasing a HubSpot license, so they should see what they are getting for their money.
• True — the prospect needs to see all the HubSpot tools so they can pick and choose which ones they’d like you to focus on in your services retainer.
• False — showing prospects the HubSpot software might derail the conversations to revolve around budget.
• False — it’s generally a good idea, but not always. The prospect is ultimately buying your services and your ability to deliver.

14. You open a connect call with a target account like so, “Hi Ms. Prospect, this is John from Inbound Implementation. I saw a Huffington Post article naming your company as one of the top in your industry. Your strategy and growth are impressive. I work with companies like yours that are already doing well online, but are still struggling with converting traffic into more leads and sales. Does that sound familiar? Are you focused on lead generation?” What should you do to improve it for next time?

• After you introduce yourself, ask for permission before moving forward.
• Be more explicit in the solutions you can provide.
• Find someone at the prospect’s company you know personally and reference their name.
• Don’t make any changes, this sound bite follows all of the best practices.

15. You are at the end of the solution design and planning call with a prospect, but you don’t feel they have bought-in and are confident in your plan. What step(s) should you take?

• Ask the prospect how they feel. Use a tie-down question such as “What do you feel least confident about?”
• Continue to move forward. When you try to close, you’ll learn whether or not they have bought-in.
• Back up in the sales process. Find out where you lost the prospect and don’t move forward unless you are both in agreement.
• A and C
• A and B

16. The inbound sales framework includes the following stages:

• Open, connect, explore, close
• Identify, connect, explore, advise
• Attract, convert, explore, delight
• Identify, convert, explore, close

17. You’re talking with a prospect and you spend most of the conversation asking questions to understand their situation and to see if you can help. Which of the following guiding principles does this highlight?

• Stop pitching and aim to help.
• Differentiate and target.
• Emphasize the inbound methodology.
• The inbound sales framework.

18. Fill in the blanks: Your _________ describes the type of person you’re targeting, whereas your _________ describes the type of company you’re targeting.

• buyer persona, target market
• target market, buyer persona
• buyer profile, target market
• buyer persona, qualified lead

19. Which of the following is the recommended, primary use for the prospect fit matrix?

• Determining whether or not the prospect needs your help.
• Ranking and prioritizing your list of prospects.
• Determining whether or not the prospect will buy.
• Disqualifying prospects before presenting and closing.

20. If you have a list of former clients and a list of current, project-based clients, which lead generation strategy would be the fastest way to get started selling retainers?

• Looking to existing relationships
• Targeting by vertical
• Targeting by location
• Focusing on target accounts

21. A colleague sends you a link to a company that they think would be a good fit for services with your organization. You start looking at the company’s website, and you notice they meet a lot of the secondary criteria of the prospect fit matrix, but they aren’t capturing leads through their website and they don’t sell something that involves a considered purchase process. Based on the prospect fit matrix, is this company a good fit for an inbound retainer?

• Both the primary and secondary criteria is important in determining prospect fit, and since the company meets the majority of these, it’s a good fit.
• The primary criteria is the most important in determining prospect fit. Even though they meet some secondary criteria, it is unlikely to be a good fit.
• The company already wants to work with you, and as long as a prospect meets at least one of the primary fit characteristics, they’re probably a good fit.
• A prospect must meet all of the primary and secondary criteria to be considered a good fit.

22. You and your firm’s cofounder both worked in higher education for years before starting the company. You agree that because of your past experience, you want to work with clients in the same industry you’re familiar with. You feel you have the opportunity to build specialized content marketing campaigns for higher education clients and can be proactive when building lead generation campaigns. Which lead generation strategy would be the fastest way to get started selling retainers?

• Looking to existing relationships
• Targeting by vertical
• Targeting by location
• Focusing on target accounts

23. Which of the following is NOT considered a goal of the connect call?

• Establish an initial relationship with your prospect.
• Explain what inbound is to the prospect.
• Understand your prospect’s challenges and if you’re able to help.
• Schedule the exploratory meeting.

24. Fill in the blank: The _______ technique is an effective way to address resistance.

• give and get
• CEO test
• power statement
• opponent-process

25. You open a connect call with an inbound lead with the following sound bite: “Hello, this is Samantha from Inbound Pros. The reason I’m calling is that I got a note that you downloaded an ebook on content marketing from our website this morning. Does that ring a bell? I was calling to follow up and see how I might be of assistance.” What should you do next?

• Based on what they downloaded, offer another content offer.
• Start a dialogue and ask what they were looking for help with when they downloaded your ebook.
• Reference their job title on LinkedIn and explain how your organization can solve their goals.
• Try to schedule the exploratory meeting.

26. You’ve just used a positioning statement with a prospect and they say the situation doesn’t resonate with their company. Should you try again with a different positioning statement?

• Be respectful of your prospect and back off.
• Yes, Always come with a backup positioning statement and try again.
• If the positioning statement didn’t resonate with the prospect, they probably aren’t a good fit. Use this as an opportunity to politely end the call.
• Yes, but this time, use two positioning statements in a row to better your odds at finding a situation that resonates.

27. You’re about to close your exploratory call. Based on what you’ve learned from the prospect, they are a great fit for working with your organization and they seem excited about inbound marketing. The CEO of the company asks you to create a proposal for their team because they couldn’t all be on the call. What should you do?

• Because they seem like a good fit for your organization and for an inbound retainer, agree to create the proposal.
• Instead of a proposal, offer to set up another exploratory call at a time when the rest of the team can meet.
• Suggest that you schedule a solution design and planning call instead so that you can understand their goals and put together the right activities to help them reach those goals.
• Assign homework for the team to complete. If they do the action items, create a proposal.

28. Studies show that prospects forget 50-80% of what was discussed only a single day later. How can you avoid that happening?

• Assign your prospect homework, like a questionnaire.
• Summarize and recap your exploratory meeting with a follow-up email.
• Schedule a solution design and planning call no later than one week after the exploratory meeting.
• Test for budget as you close the exploratory call.

29. In the connect call, the “give and get” helps you _______, but in the exploratory call, the “give and get” helps you _______.

• address resistance, assess fit
• address resistance, discover goals and challenges
• develop a positioning statement, develop a power statement
• develop a positioning statement, discover goals and challenges

30. You wrap up an exploratory call with a prospect and after going through CGP, TCI, and BA, you give them a score of 5 out of 10 (10 being the highest). You decide to assign the prospect more homework to see if they’re committed to inbound. Is this a good decision?

• Any time a prospect scores five or below, don’t spend more time on them.
• De-prioritize the prospect and spend less time and effort on them.
• Yes, If you think they might still be a good fit, you could test the prospect’s commitment by assigning more homework.
• You should assign homework to all your prospects. You might have missed something during the exploratory call, and the prospect could surprise you.

31. During the exploratory call, you ask the prospect, “Have you considered doing more of what you’re already doing today as a way of reaching your goals?” What are you trying to uncover with this question?

• The prospect’s cost of inaction
• The prospect’s need
• The prospect’s timing
• The prospect’s plan

32. What is the recommended approach to translating a prospect’s goals into measurable targets?

• Assign homework so you already have this information before the call.
• Conduct the meeting over video to make it a more personal experience.
• Wait to cover measurable targets until the prospect has your proposal to encourage them to close.
• Do the exercise via a whiteboard or spreadsheet to run through different scenarios.

33. By proposing the “right solution at the right time,” you’re doing what?

• Still accepting project-based work if the prospect can’t afford your retainer.
• Offering only 12-month commitments to your retainers because inbound takes time.
• Kicking off your engagement with a trial period to establish quick wins first.
• Coaching your prospect to manage inbound internally.

34. Which of the following is NOT an objective of the exploratory call?

• The prospect should receive tips for improving their online marketing strategy
• The prospect should review their marketing goals and challenges
• The Solutions Partner should qualify and excite the prospect
• The Solutions Partner should translate the prospect’s goals to inbound targets

35. Which framework should you use to assess fit with a prospect?

• BANT
• GPCT
• CGP, TCI, and BA
• The CEO test

36. Fill in the blank: After opening the call, the second step of the solution design and planning call is to translate your prospect’s goals into ____________.

• measurable inbound targets
• the CEO test
• CGP, TCI, and BA
• SMART inbound goals

37. Fill in the blank: a mid-sized business today uses more than _________ pieces of software and works with at least five different service providers to cover their full customer experience.

• 10
• 50
• 75
• 250

38. Because of the proliferation of disconnected tools, what do companies end up investing in?

• Platforms
• Apps
• A systems administrator
• More disconnected tools

39. Fill in the blank: for every dollar spent on technology, companies spend as much as _________ more on corresponding services.

• As much as 2x
• As much as 5x
• As much as 10x
• As much as 100x

40. Which of the following is NOT a core tenet of the Solutions Partner Program?

• To make it easier to grow with HubSpot
• To partner with HubSpot
• To connect with customers and partners
• To help all partners sell marketing services

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